000			01652cam a22003014a 4500
999			_c3552 _d3552
001			16560780
003			ZET-ke
005			20190801173607.0
008			101202s2011 enka b 001 0 eng
010			_a 2010050597
020			_a9780749462697 (pbk.)
020			_a0749462698 (pbk.)
020			_a9780749452568
020			_a0749452560
035			_a(OCoLC)ocn689858588
040			_aDLC _cDLC _dZET-ke _beng
050	0	0	_aHF5415.129 _b.D46 2011
100	1		_aDent, Julian, _d1957-
245	1	0	_aDistribution channels : _bunderstanding and managing channels to market / _cJulian Dent.
250			_a2nd ed.
260			_aLondon ; _aPhiladelphia, PA : _bKogan Page, _cc2011.
300			_axi, 403 p. : _bill. ; _c24 cm.
504			_aIncludes bibliographical references and index.
505			_aHow to get the best out of this book--The business of getting products and services to market--The role of the distributor--How the distributor business model works--Margins and profitability--Working capital--Productivity--Sustainability--Managing growth--How to sell to distributors--The roles of the final-tier trade channel players works-- Sales and utilization--Gross margin and recoverabilty--Working capital management--Value creation and growth--How to sell to final-tier trade channel players--The role of retailers--How to retail business model works--The measures that matter and how to manage with them--How to sell to retailers--Why franchise--How the franchised business model works--How to sell franchised systems.
650		0	_aMarketing channels.
650		0	_aBusiness planning. _9144
942			_2lcc _cBK _kHF5415.129 _m.D46 2011